Skimming or Penetration? Strategic Dynamic Pricing for New Products
Published Online:18 Dec 2014https://doi.org/10.1287/mksc.2014.0891
References
- (1994) Why the bass model fits without decision variables. Marketing Sci. 13(3):203–223.Link, Google Scholar
- (1992) The dynamic pricing of next generation consumer durables. Marketing Sci. 11(3):251–265.Link, Google Scholar
- (1991) The Practice of Econometrics: Classic and Contemporary (Addison-Wesley, Reading, MA).Google Scholar
- (2007) Economics of Strategy (John Wiley & Sons, Hoboken, NJ).Google Scholar
- (1996) Order of entry as a moderator of the effect of the marketing mix on market share. Marketing Sci. 15(3):222–242.Link, Google Scholar
- (1989) Consumer preference formation and pioneering advantage. J. Marketing Res. 26(August):285–298.Crossref, Google Scholar
- (2007) Assessing the economic value of distribution channels: An application to the personal computer industry. J. Marketing Res. 44(February):29–41.Crossref, Google Scholar
- (1976) Pricing policies for new products. Harvard Bus. Rev. 54(6):141–153.Google Scholar
- (1996) Power Pricing (Free Press, New York).Google Scholar
- (1986) The impact of competitive entry in a developing market upon dynamic pricing strategies. Marketing Sci. 5(1):20–36.Link, Google Scholar
- (1994) Specifying competitive effects in diffusion models: An empirical analysis. Internat. J. Res. Marketing 11(1):17–40.Crossref, Google Scholar
- (1981) Practical Optimization (Academic Press, London).Google Scholar
- (1997) Will it ever fly? Modeling the takeoff of really new consumer durables. Marketing Sci. 16(3):256–270.Link, Google Scholar
- (2004) Going, going, gone: Cascades, diffusion, and turning points of the product life cycle. Marketing Sci. 23(2):207–218.Link, Google Scholar
- (2010) Econometric Analysis, 7th ed. (Prentice Hall, Upper Saddle River, NJ).Google Scholar
- (1988) Persuasion or information? Promotion and the shares of brand name and generic pharmaceuticals. J. Law Econom. 31(2):299–320.Crossref, Google Scholar
- (2003) Successful new product pricing practices: A contingency approach. Marketing Lett. 14(4):289–305.Crossref, Google Scholar
- (1983) Monopolist pricing with dynamic demand and production cost. Marketing Sci. 2(2):135–159.Link, Google Scholar
- (1992) Dynamic effects of order of entry on market share, trial penetration, and repeat purchases for frequently purchased consumer goods. Marketing Sci. 11(3):235–250.Link, Google Scholar
- (1989) A probabilistic choice model for market segmentation and elasticity structuring. J. Marketing Res. 26(4):379–390.Crossref, Google Scholar
- (2012) Principles of Marketing, 14th ed. (Prentice Hall, Upper Saddle River, NJ).Google Scholar
- (1999) Optimal pricing strategy for new products. Management Sci. 45(12):1650–1663.Link, Google Scholar
- (2010) Dynamics of pricing in the video game console market: Skimming or penetration? J. Marketing Res. 47(June):428–443.Crossref, Google Scholar
- (2003) Pricing new products. McKinsey Quart. 3(July):40–49.Google Scholar
- (1987) The strategy concept I: Five Ps for strategy. California Management Rev. 30(1):11–24.Crossref, Google Scholar
- (2003) Pricing: Making Profitable Decisions (McGraw-Hill, New York).Google Scholar
- (2011) The Strategy and Tactics of Pricing: A Guide to Growing More Profitably, 5th ed. (Prentice Hall, Upper Saddle River, NJ).Google Scholar
- (2007) Intertemporal price discrimination with forward-looking consumers: Application to the US market for console video-games. Quant. Marketing Econom. 5(3):239–292.Crossref, Google Scholar
- (1999) Industrial pricing: Theory and managerial practice. Marketing Sci. 18(3):435–454.Link, Google Scholar
- (2003) A reconsideration of hedonic price indexes with an application to PC’s. Amer. Econom. Rev. 93(5):1578–1614.Crossref, Google Scholar
- (1996) Order of entry trial diffusion and elasticity dynamics: An empirical case. Marketing Lett. 7(1):95–109.Crossref, Google Scholar
- (1997) Price elasticity dynamics over the product life cycle: A study of consumer durables. Marketing Lett. 8(2):205–216.Crossref, Google Scholar
- (1974) Hedonic prices and implicit markets: Product differentiation in pure competition. J. Political Econom. 82(1):34–55.Crossref, Google Scholar
- (2001) Retail product-line pricing strategy when costs and products change. J. Retailing 77(1):17–38.Crossref, Google Scholar
- (1979) Dynamics of price elasticity and brand life cycles: An empirical study. J. Marketing Res. 16(November):439–452.Crossref, Google Scholar
- (2003) A micromodel of new product adoption with heterogeneous and forward-looking consumers: Application to the digital camera category. Quant. Marketing Econom. 1(4):371–407.Crossref, Google Scholar
- (1986) Beyond the many faces of price: An integration of pricing strategies. J. Marketing 50(October):146–160.Crossref, Google Scholar
- (1986) Market share rewards to pioneering brands: An empirical analysis and strategic implications. Management Sci. 32(6):645–659.Link, Google Scholar
- (2000) Market Segmentation. Conceptual and Methodological Foundations, 2nd ed. (Kluwer, Boston).Crossref, Google Scholar
- (1991) Brand loyalty and market equilibrium. Marketing Sci. 10(3):229–245.Link, Google Scholar
- (1995) Price competition and compatibility in the presence of positive demand externalities. Management Sci. 41(5):909–926.Link, Google Scholar

